My career and life have been blessed by many people who support, challenge, learn, grow, and celebrate with me. Were it not for them, this book would never have been written. There would be no lessons learned or inspiration to share with you.
First among them are the people in sales, with whom I am deeply honored to work each day. Thank you to each and every one of you. Partnering with you has deepened my passion to help others sell well and feel good about their profession. I have learned from you, cheered you on, and celebrated your successes. I continue to wish you the best in all you do.
“Mentor” doesn’t begin to describe the wonderful guides, encouragers, and teachers I have had in my career. My heartfelt thanks go to the inspiring and ubiquitous Jill Konrath, who has forged a path for many sales experts to share what we know and give, give, give to each other, the sales community, and the world. She is my motivation for getting this book in print. I also thank Sharon Ellis, Bill Koeper, Peter Reynolds, and Ron Willingham who have played vital roles in building my belief in the profession of selling.
To my family, who is along for a wild ride with me around, thank you. My husband, Jon, who brings the stability to our home that allows me freedom to explore my ideas and endeavors. Our children, Kevin, Jackson, and Jenna, are a never-ending source of joy—and challenges. My aspirations for your well-being motivate me to keep learning and becoming a better person.
To my parents, who are no longer here in body, but whose spirits live in my work ethic, my desire to do the right thing, and my belief that I could “fall into a bucket of dung and come out smelling like a rose.” Their belief in me has kept me taking chances and seeking adventures.
To my brothers, Joe, Bill, Phillip, and Shawn Noel, whose goading spurs me on to tackle and achieve even more, thank you. To my sister, Collette Pleva, thank you for your sympathetic ear and occasional kick in the pants to get things done. And thanks to my dear cousin, Lena Bredin, who is always interested in and supportive of my work.
Heaps of admiration go to my long-time business collaborators who have become dear friends: Kristine Amara, Ed Baron, Melissa Blair, Maggi Franks, Julie Kaye, Leslie Lynch, Patrice McGuire, Gloriann Perque, and Anne Stein. To Kayla Kutz, thank you for slogging through the early and scattered stages of putting the proposal together. Lynn Zimmer, your positive support, guidance, and “tough messages” over the years have made all I do better, thank you. Alice Kemper who has added depth and clarity to many of the sales best practices—thanks for collaborating and sharing your expertise. And thanks to Noreen Carballo whose positive and energetic force in the office kept me on track when I needed it.
My deep appreciation and respect go to the many sales and marketing experts I admire: Ardath Albee, Jeb Blount, Danita Bye, Jonathan Farrington, Colleen Francis, Lynn Hidy, Kendra Lee, Paul McCord, Anne Miller, Nancy Nardin, Jeanette Nyden, Lori Richardson, Steven Rosen, Clayton Shold, and Colleen Stanley.
Thank you to my dearest friends, who see all my quirks, let me be “me,” and seem to enjoy my company anyway: Risa Feinstein, Amy Kutz, Connie Schreib, Shelly Schroeder, and Kara Whittow.
For the professional editors who helped me streamline and clarify my message, I am deeply grateful: Paul Simon of Sharper Content; Bob Nirkind, Senior Acquisitions Editor at AMACOM; Debbie Posner of Fluent in English, who collaboratively worked through final edits in a positive and energetic fashion; Michael Sivilli and his team at AMACOM who shepherded this book to print; and a special lady, Janice Bowen of the Department of Creativity, who helped me over the first big hurdle in getting started.
A huge thank-you to the graphics experts who, over many years, have helped me refine and clarify the graphics and tools used throughout the book, Dana Kader-Robb of Barefoot Marketing and Jeanette Pham of Sosh—your abilities to continue to elevate my ideas into usable aids is invaluable.
And finally, to my clients, thank you for the endeavors we’ve tackled together. I am honored to be welcomed into your companies to share ideas, best practices, and amazing results.